The course consists of text copy, audio and PDF’s.

• • • Personal Introduction
    • Introduction: Embracing The Power Of Principled Selling With Integrity
    • STOP! Read this first.
    • Book – How To ‘Sell’ The Way People Buy!
    • The Natural Selling 5 Step Dialogue Framework

• • • STEP 1 – Meet Them Where They Are – Allow them Steer You To Where You Want Them To Go!
    • STEP 2 – Pressing The Mindset Reset Button!
    • 8 Ways to Reframe & Reprogram Your Subconscious & Conscious Intention
    • Test Your Listening Habits
    • STEP 3 – 6 Essential Natural Selling Skills
    • How To Listen So Buyers Want To Buy!
    • The Magic & Power Of Asking The Right Questions At The Right Time
    • Understanding Problems And Needs
    • Implied & Explicit Needs
    • Your 3 Primary Qualifying Objectives
    • Starting With The End In Mind
    • How To Turn Features Into Advantages & Benefits
    • Definitions

• • • Crafting Your Own Ultimate Personalized Scripting Blueprint
    • STEP 1 – 1. THE CONNECTING STAGE
    • Your Elevated Elevator Speech – You Had Me At Hello!
    • 8 Ways To Adapting Your Elevated Elevator Speech For Other Situations
    • Starting a Cold Call
    • STEP 2- 2. THE DISCOVERING STAGE
    • It’s A State of Flow
    • Fact-Finding & Feeling Finding Questions
    • What To Ask So Buyers Want To Listen
    • Background Questions
    • Needs Awareness Questions – NAQ
    • Needs Development Questions – NDQ
    • Peppering Your Dialogue With Probing, Clarifying And Tag-On Questions
    • Personal Responsibility Questions – PRQ
    • Solution Questions – SQ
    • Consequence Questions – CQ
    • Qualifying Questions – QQ
    • 3. THE TRANSITIONING STAGE
    • 4. THE PRESENTING & SUPPORTING STAGE
    • 5. THE COMMITTING STAGE
    • Natural Selling Conversational Dialogue Examples
    • Buying Blueprint Example
    • A B2C Dialogue Example Of Using The Emotional Buying Blueprint
    • An Example Of A Part Of A Conversational Dialogue
    • A B2B Networking Meeting Example

• • • STEP 1 – Concerns – Prepare for everything – Expect Nothing!
    • STEP 2 – 3 Important Natural Selling Mindset Shifts
    • STEP 3 – 26 Examples Of How To Respond To Comments, Questions of Concern Or Last Minute Resistance!
    • Embracing Your Journey Of Influencing With Integrity
    • Coaching & Mentoring One-On-One With Me!
    • Staying In Touch